Selling IT Companies: Bob Chalfin’s Book

The Chalfin Group's extensive expertise advising owners on the purchase and sale of IT companies serves as the foundation for Robert Chalfin's book, Selling Your Your IT Business: Valuation, Finding the Right Buyer, and Negotiating the Deal.

This invaluable resource for IT companies provides a complete overview of the selling process, covering everything from valuation to finding the right buyer to negotiating strategically and closing the sale. The information is presented step-by-step, complete with sample forms, checklists, and agreements. This guide provides in-depth information about issues unique to IT companies and covers:

  • Characteristics of an IT business that entice buyers such as a strong management team, reasonably predictable financial performance, sought-after offerings, strong relationships with stakeholders and a diversified customer base
  • The different types of buyers and what motivates them throughout the process of buying a business
  • Financial metrics to monitor and improve IT business performance
  • Creating a selling memorandum that paints a complete picture of the business, covering products and services, customers, competitors, financial information, and more
  • Preparation of the business plan, including detailed descriptions of its components
  • Valuation, including the key factors in determining the value of IT companies
  • The letter of intent, the due diligence process, the contract, utilizing attorneys and CPAs, and more
  • The seller's future role in the business (if any) and compensation
  • Advice and information useful for entrepreneurs striving to build their businesses, covering topics such as attracting and retaining good employees, non-compete agreements, and more


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